Working with partners: A marketing perspective A channel marketing professional’s life can be very busy, but the niche nature of the business often means there are few people who truly understand the unique challenges or have the opportunity to celebrate the successes. At a recent Toronto gathering sponsored by the Canadian Channel Chiefs Council (C4), …
It’s not enough for vendors to provide the ingredients for success to their channel partners. You have to help them bake the cake.
That sums up the advice by two channel marketing experts at a recent ITWC webinar.
“If you think you can give a channel partner a brochure, a powerpoint deck, and some sales training and expect them to be successful, think again,” said Jim Barnet, Director of Sales and Marketing at Fivel. “You’re not only going to have to provide the ingredients and bake the cake for them, you’re going to have to cut it up and feed it to them for the first few deals.”